KBN公司销售绩效考核研究

发布时间：2018-05-10 10:13

本文选题：绩效考核 + 医药销售人员管理　；参考：《云南大学》2014年硕士论文

【摘要】：随着经济的大发展和信息时代的到来,在全球化竞争的今天,人力资源管理被越来越多的企业认定为企业管理的第一要素,作为其核心的绩效管理也逐渐被企业重视起来。企业要不断提高自己的适应能力和管理方法,提升绩效,从而获得足够的竞争力。绩效考核是绩效管理中的核心工具,是企业实现战略目标的有效控制手段和管理工具。中国的医药企业在国际上一直处于弱势地位,大部份还处于原始积累阶段,有些企业的领导人只片面追求销售额,忽视了员工目标与企业战略目标的融合。没有推行科学的绩效管理,导致企业出现考核无根据,员工无归属感,公司战略偏离等种种问题。好在越来越多的管理者已经意识到绩效管理对于组织的成功起着至关重要的作用。本文通过对KBN公司的销售绩效考核体系进行剖析,分析绩效考核在KBN销售管理中的运用模式,针对医药销售领域,研究了绩效考核是如何帮助企业实现销售管理战略目标的,从而便于同类型企业的销售绩效考核体系进行参考和借鉴。本文在第一章主要阐述了课题研究的背景和目的意义、研究内容及研究方法。第二章简要介绍了绩效考核的概念,目前常用的绩效考核理论及方法、工具进行介绍,并分析各种绩效考核方法的适用性及优缺点。第三章主要对医药行业、销售业务人员的工作内容进行分析,找出该行业销售人员管理的问题所在。第四章介绍了KBN的情况以及KBN目前销售人员绩效考核的具体实施办法,分析了相关指标体系,研究了绩效考核在销售管理体系中的作用。最后一章给出了研究的结论。本文在设计过程中,实际调查了KBN目前销售人员绩效考核的具体实施办法,采用大量数据及表格详细介绍了所研究公司的销售人员绩效管理运作模式,采用理论研究与实证研究相结合的办法以及对相关考核指标的分析,从销售管理的角度来看,研究了绩效考核在销售管理体系中的作用。希望本文的研究结果能为医药企业的销售绩效管理发展做出贡献。
[Abstract]:With the development of economy and the arrival of information age, human resource management is regarded as the first element of enterprise management by more and more enterprises, and the performance management, which is the core of human resource management, is gradually attached importance to by enterprises. Enterprises should constantly improve their adaptability and management methods, improve performance, so as to obtain sufficient competitiveness. Performance appraisal is the core tool in performance management, and it is an effective control and management tool for enterprises to achieve strategic objectives. Chinese pharmaceutical enterprises have always been in a weak position in the world, and most of them are still in the primitive accumulation stage. Some leaders only pursue sales one-sidedly, ignoring the integration of employee goals and strategic objectives of enterprises. The lack of scientific performance management has led to many problems, such as evaluation without basis, employees without sense of belonging, company strategy deviation and so on. Fortunately, more and more managers have realized that performance management plays an important role in the success of the organization. This paper analyzes the sales performance appraisal system of KBN Company, analyzes the application mode of performance appraisal in KBN sales management, and studies how performance appraisal can help enterprises achieve the strategic goal of sales management in the field of pharmaceutical sales. Therefore, it is convenient for the sales performance appraisal system of the same type enterprises to carry on the reference and the reference. In the first chapter, the background, purpose, content and method of the research are described. The second chapter briefly introduces the concept of performance appraisal, the commonly used theory and method of performance appraisal, tools, and analyzes the applicability, advantages and disadvantages of various performance appraisal methods. The third chapter mainly analyzes the work content of the medical industry and sales staff, and finds out the problem of the management of the sales personnel in this industry. The fourth chapter introduces the situation of KBN and the specific implementation methods of KBN performance appraisal, analyzes the related index system, and studies the role of performance appraisal in the sales management system. The last chapter gives the conclusion of the research. In the process of design, this paper investigates the actual implementation methods of KBN's current performance appraisal of sales personnel, and introduces in detail the operating mode of the performance management of sales personnel in the research company by using a large number of data and tables. By combining theoretical research with empirical research and the analysis of relevant evaluation indicators, the paper studies the role of performance appraisal in sales management system from the point of view of sales management. It is hoped that the results of this paper will contribute to the development of sales performance management in pharmaceutical enterprises.
【学位授予单位】：云南大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F416.72;F274

【参考文献】